The quickest way to lose a family’s business when a client dies is to disappear when they need you most.
It makes sense that if you or your company is not there when the family needs you, they are likely to realize they don’t need you very much. This is an essential element of Amy Florian’s message to insurance agents and financial advisors.
Florian became a grief expert after plunging into widowhood when her husband died. Florian was a 25-year-old mother of a 7-month-old boy when a car accident changed her life. Of course, events and grief of that magnitude change anyone. But in Florian’s case, grief became her life’s mission.
She has since studied the subject and has become a resource for advisors and companies to understand grief and their role in responding to it.
In last month’s interview, Florian spoke about things to say and not to say. This month, Florian discusses how advisors and companies can help families through difficult times.
And, as Florian said last month, grief is not restricted to death. It arises out of most of life’s changes, particularly life-altering ones.
Platitudes won’t work in those cases, either. You have to show up and keep showing up in authentic ways. The things Florian suggests are not difficult, but they are not exactly easy.
In this interview with InsuranceNewsNet Publisher Paul Feldman, Florian tells how advisors can meaningfully show up for clients and family.